Never Forget the Details: It's Not Over Yet
Today, Dan Waldschmidt, sales strategist and author of the EdgyConversations blog, shares a hard-earned lesson. And, the worst thing was, his own excitement was the cause of this horrible mishap.
[Video] Why You Should Never Send Funny Items to Your Prospects
When your prospects don't respond to any of your overtures, it's enough to drive you crazy. All you can think about is, "What will it take to capture their attention?" If you're like me, you've been tempted to get creative. But, the real question is, "Will creative be effective?"
Don't Let Your Emotions Take Over the Sales Call
Colleen Stanley, author of Emotional Intelligence for Sales Success has seen to many smart, savvy people blow it because of their own fears, uncertainty and doubt.
Never Fall In Love with Your Own Product/Service
Today's post is from Anthony Iannarino, writer of the popular TheSalesBlog.com & CEO of Solution Staffing. He shares how he learned firsthand what happens when you're so excited about what you're selling and totally believe it's the best choice for your prospects.
Never Ask for Referrals This Way
In today's never-ever post, Joanne Black, author of No More Cold Calling, shares a critical mistake that salespeople make when asking for referrals. And, as the Queen of Referral Selling, she shares what does work too.
Are You Using Too Much Internal or Industry Language?
Jonathan London, author of The Entrepreneur's Guide to Selling, tells how how he learned (the hard way) that being impressive in your sales pitch isn't always effective.
Preemptive Strikes: A Highly Effective Sales Strategy for Dealing With Bad-Mouthing Competitors
What a brilliant sales strategy! That's exactly what came to mind when I saw Rick Santorum's new television ad. But before you watch it, a little background:
If you follow American politics, you know that Mitt Romney's status as the "presumptive" Republican presidential nominee recently came to a screeching halt. After sweeping the recent caucuses in Colorado, Missouri and Minnesota, suddenly Santorum was surging in the polls.
But just a few weeks earlier, Newt Gingrich had been the frontrunner. That is, until Romney's super PACs spent $15 million in Florida and flooded the airwaves with negative ads. This onslaught nearly collapsed Gingrich's campaign.
So Santorum's team decided to launch a preemptive strike in Michigan, the newest battleground state.
Never Take It Easy When You're On Fire
Ron Karr, author of Lead, Sell or Get Out of the Way, learned a critical sales success strategy when his boss chewed him out after closing a big order. And, what really ticked him off was that another rep, who wasn’t doing well at all, never got yelled at.
Never Ramble In Your Communications with Busy People
In today’s words of “never” wisdom, Lori Richardson, author of 50 Days to Build Your Sales and CEO of Score More Sales shares an invaluable lesson a Chief Financial Officer (CFO) taught her about email prospecting and email communications.
Never Tell Your Client What They Need Before They Tell It To You
Charles H. Green, author of Trust-Based Selling and The Trusted Advisor Fieldbook, shares a story about how his boss taught him a big lesson on engaging prospects and creating value without "pitching" your product or service.
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I was young. I went on a sales call with a senior partner to a regional beer company in an old, rust belt manufacturing town. Sales were down, margins were low, and the beer had an undeniably downscale image.
The owner told us about his proud third generation German family heritage and the copper tanks the beer was brewed in. I was thinking to myself, "Who cares! This is a marketing problem!"